In this episode of the Price. Sell. Paint., podcast, Michael Murray and Jon Bryant break down one of the most underrated parts of sales in a painting business: how you communicate. If you’ve ever had a lead ghost you, a customer misunderstand a message, or a team member hide behind email instead of picking up the phone, this episode is for you. Perfect for painting contractors, sales reps, and owners who want to sell more work without creating unnecessary friction with customers. This podca...
AI is everywhere, but what’s actually useful for a painting business? Jon and Michael break down the tools that move the needle today: smarter route planning to cut windshield time, instant before-and-after renders that help close on the spot, CompanyCam AI walkthroughs for cleaner handoffs, and custom GPTs that coach reps and streamline hiring. They dig into using AI to standardize pricing and follow-ups, lower overhead so you can pay crews more, and why proposal quality still wins, especial...
Sherwin-Williams’ Sue Wadden (Director of Color Marketing, 25+ years) joins Jon to break down the real driver of most paint jobs—COLOR—and how pros can use it to win more work. They cover the latest trends, how to guide hesitant homeowners, and the exact tools you can hand clients before you even step on site. What you’ll learn - How to confidently lead the color conversation (and stop avoiding it) - Trends that matter in 2025: warm neutrals, earth tones, greens, khaki + more - “Phone-a-frie...
CRMs get thrown around as the “Swiss Army knife” of software but what does a CRM actually mean for painting contractors? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down: What a CRM is (and isn’t)How painting contractors can use a CRM to track leads, follow-ups, and salesWhy generic CRMs fail the painting industryThe story behind the launch of PaintScout CRM, built exclusively for painting contractorsThis podcast is powered by PaintScout — The Ultimate Sales &a...
Jon and Michael sit down with Colin Nolan of Nolan Consulting Group to unpack how painting companies can hire, coach, and keep sales reps who actually close. We cover what to look for in candidates (trophies, mindset, DISC profiles), how to find real customer pain without being pushy, the KPIs that reveal performance (win rate, pricing discipline, pipeline hygiene), and why “always be looking” beats rushed hiring. You’ll hear practical word tracks, coaching frameworks, and a simple self-asses...
In this episode of Price. Sell. Paint., Michael Murray and Jon Bryant dive into one of the toughest challenges for painting sales reps: what to do when your exterior season is already packed. Learn how to shift your mindset, position scheduling as a strength, and use tactics like pre-booking, strategic pricing, and customer incentives to keep closing deals. Whether you’re up against weather deadlines or trying to sell for next spring, this episode shows you how to turn a “we’re full” calendar...
In this episode of Price Sell Paint, Matt Kuyper, co-owner and founder of Harpeth Painting, reveals how he scaled the company to more than $10 million in annual revenue in just six years. Matt shares his approach to balancing residential and commercial projects, building strong contractor relationships, and navigating long sales cycles. He also opens up about finding reliable subcontractors and the realities of running a business with his wife. Whether you want to break into commercial painti...
In this episode of Price. Sell. Paint., Jon Bryant from PaintScout breaks down how contractors are transforming their sales process, from quoting faster and smarter to knowing exactly when to follow up. Whether you're running solo or managing a full sales team, learn how to stop leaving money on the table and start using data to close more deals with confidence. If you’ve ever second-guessed when to follow up or wished your quotes looked more professional, you’ll want to hit play. This podcas...
In this episode of Price. Sell. Paint., Jon and Michael break down real-world strategies for dealing with unhappy customers in the painting business. From staying calm under pressure to knowing when a refund can save the relationship, they share stories, mindset tips, and tactical advice for turning tense situations into professional wins. Whether you're a sales rep or a business owner, you'll walk away with tools to handle complaints without losing your edge. This podcast is powered by Paint...
In this episode of Price. Sell. Paint., Jon and Michael tackle a challenge every painting contractor in colder climates faces, how to stay busy in the dead of winter. They break down the strategy of selling interior and cabinet jobs during the summer with a smart discounting system that fills January and February’s calendar before Thanksgiving. Whether you're a sales rep or a business owner, this episode is packed with no-fluff strategies for turning a chaotic summer into a stable winter. Th...
In this episode of the Price Sell Paint podcast, Jon and Michael are joined by industry leader and PCA board member Chris Elliott. From Army Ranger to painting company CEO, Chris shares how he built a successful residential repaint division before scaling into commercial work and why running both requires different teams, different strategies, and a whole lot of intentionality. They dig into sales structures, marketing tactics, pipeline math, and how he's creating long-term success on both si...
Sales not following up? Clients slipping through the cracks? This episode is for you. Jon chats with Chris Kiefer, founder of Boolean and automation nerd, about how painting contractors can use smart tools (and common sense) to take work off their plate. No fluff, just real tactics that save time and actually help you close more deals. You’ll hear: Why your CRM should feel like a second brainThe simple automations that reduce mistakes and boost conversionsHow to follow up like a pro without s...
Sales isn’t always sunshine and signed contracts. In this episode, Jon and Michael unpack the real reasons why customers ghost, lowball, and lead you on — and how painting contractors can shift the sales dynamic using proven strategies. If you've ever left an estimate thinking "this one's a sure thing," only to get radio silence, this one's for you. Learn how to build trust, set better expectations, and stop wasting time chasing dead-end leads. This podcast is powered by PaintScout — The Ulti...
In this episode, Jon and Michael sit down with Amanda Bryant, color consultant, interior design pro, and Jon’s sister—to talk about the powerful role color plays in the painting sales process. From how Amanda supports The Urban Painter’s sales team with design consults, to how color choices impact mood, trust, and upselling opportunities, this episode is packed with insights. You'll learn: - How to make color part of your sales strategy - Why The Urban Color Box makes clients feel like VIPs -...
In this episode of Price. Sell. Paint., Jon Bryant sits down with Daniel Honan, founder of Bookkeeping for Painters, to uncover the key financial habits that separate thriving painting companies from the rest. From pricing strategies and gross profit benchmarks to understanding your financial ratios and cash flow management, Daniel shares practical, data-backed advice from years of working exclusively with painters. Whether you're struggling with pricing, unsure if you can afford to hire, or...
In this episode, Jon Bryant and Michael Murray sit down to give you an inside look at PaintScout X: Sales Unleashed, happening April 23rd, 2025. They share why this virtual conference was created specifically for painting business owners and sales reps, and what you can expect from this full day of powerful sessions, keynote speakers, and real-world strategies you can apply right away. From mastering your money mindset to building scalable sales systems, unlocking commercial sales, and learn...
In this episode of the Price Sell Paint podcast, Jon Bryant and Michael Murray dive into the controversial topic of virtual estimates. Can they really work for your painting business? Jon and Michael share their experiences, from the early days of experimenting with tools like Groundwork to designing a fully virtual process for cabinet painting. They discuss the surprising results, including challenges with lead conversion and the broader implications for the painting industry. Is a seamless,...
In this episode, we sit down with industry leader Kevin Nolan to dive into the fundamentals of building a strong sales team in the painting business. Kevin shares insights from his decades of experience, including how to attract top sales talent, create a winning sales culture, and implement processes that drive revenue growth. We also discuss key takeaways from his new book, Organizational Talent, and how painters can scale their businesses by developing a high-performing team. Whether you’r...
Today, we dive into one of the most debated topics in the painting industry—whether painting contractors should include material costs in their hourly rate or itemize them separately. Jon Bryant & Michael Murray discuss the impact of pricing strategies on profitability, sales, and business sustainability. The conversation covers how fluctuating paint prices affect job costing, the pros and cons of bundling material costs into labor rates, and how clear guidelines for sales reps can improv...
In this episode, Eric Barstow from Painting Business Pro offers actionable insights on mastering sales in the painting industry. Eric breaks down common customer objections, shares proven closing strategies, and highlights the critical role of training sales representatives. By focusing on understanding customer motivations and building trust, he reveals how to significantly boost sales performance. The discussion explores key benchmarks for success and traces the evolution of Eric’s business...
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